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44.
44
Example email
 Here are 3 good things we’ve done. [We’re moving
forward]
 We did what we said we’d do last time. [Establish
reliability]
 Another good person is working with us [Show you are
attracting people]
 Here is what we’re doing now [Set up the next email]
 Here is how you can help. [Show them you expect them
to be active]
Mick Liubinskas – Innes 48 - 2015

45.
45
Who Else Is At The Table
Let the investor be a part of a
good network
Mick Liubinskas – Innes 48 - 2015

47.
47
Build Momentum To The Close
Who can you close first?
Then close the next group
Then the next
Then a deadline
Mick Liubinskas – Innes 48 - 2015

48.
48
Call, then email
 More good things have happened
 We have the capital committed
 Good people are investing
 Attached is the documentation
 The bank details are ….
 This is the deadline
Mick Liubinskas – Innes 48 - 2015

49.
49
Psychology of Closing
 Fear of missing out
 This is my chance to get in
 Deadline
 The first dollar is hardest
 Different for VC, but still there
Mick Liubinskas – Innes 48 - 2015

62.
62
What to say
• Problem – make it big
• Solution – make it clear
• Market – make it big
• Customer – make it clear
• Customer acquisition – show it
works
• Business model – make it simple
 Competition and why you are
better – show you are aware
 Our team – why is this the team
to do this
 Momentum – show the past,
what’s next and where you go
 The ask – what do you want
 Summary – say the one thing
again

63.
63
What to say
• Nothing beats a demo, have a
backup
• Get empathy, Use stories
• Link every slide to the one thing.
80%
• 40 point font
• Deck to present, deck to send